About
Our methodology: from understanding objectives to following up conversations.
The complete commercial journey, described phase by phase, with the outputs produced and the validation points that condition each next step.
- Six explicit phases
- One output per phase
- Regular review of results
A methodology rather than a list of actions
The difference lies in having decision points.
What separates a methodology from a task list is its passage conditions: at each stage something concrete must exist before the next one begins. That constraint prevents entering the market with insufficient targeting or an unstable message.
The journey below applies to most engagements. Its intensity varies with the objective, but the order of phases stays constant.
The six phases
Each phase produces something verifiable.
- 01
1. Understand the objective
Framing conversation: target market, type of project or partner sought, calendar constraints, and what has already been attempted with what result.
- 02
2. Define the scope
Selection criteria are formalised: organisation types, geographies, project sizes, functions targeted, and explicit exclusions.
- 03
3. Identify partners
A list of organisations matching the scope is built, each with the reason for interest that justified inclusion.
- 04
4. Qualify
Genuine relevance is checked: current activity, fit with the offer, appropriate timing. Non-relevant cases are removed and documented.
- 05
5. Make contact
An approach is written for each profile and sent in a controlled sequence, with traceability of what was sent and what came back.
- 06
6. Follow up and revise
Responses are recorded, live conversations are handed to the client, and scope and messaging are adjusted in light of the feedback.
A phase can repeat: feedback from phase 5 frequently leads to revisiting phase 2.
What is produced
Every engagement leaves material the client's teams can use.
- A framing note restating the objective, the scope and the agreed exclusions.
- A list of qualified organisations with the reason for interest attached to each.
- The approach wording used, by counterpart type.
- A history of contacts made and responses received.
- A summary of what the market returned, including refusals and their reasons.
The validation points
Four conditions checked before going further.
Objective stated
The objective is expressed as a commercial result, not as an activity.
Scope accepted
The client validates the selection criteria and exclusions before any identification begins.
Message stabilised
Approach wording is reviewed and approved before the first send.
Review completed
No scope extension is launched before the previous sequence has been analysed.
The difficulties the method handles
These situations are common and anticipated in the sequence.
Objective too broad
A generally worded objective cannot produce a scope. Phase 1 reduces it to an identifiable result.
Wrong counterpart
An approach sent to the wrong function has no effect. Qualification verifies the function before sending.
No response
Silence is partial information. The review separates bad timing from bad targeting.
Loss of continuity
Without a recorded history, resuming after several months starts from zero. Traceability prevents that.
Objectives this methodology serves
The journey stays the same; scope and messaging vary with the objective.
Find construction projects
Spot the operations that match the offer and engage at the right moment.
Frequently asked questions
Related pages
Context
- Our approach
The principles that structure the journey.
- Geographic coverage
The markets where the methodology is applied.
Apply this methodology to your objective
The initial framing checks whether the approach is relevant before any wider commitment.